The DOI matches its Crossref record; 9 of the 9 references it cites were found in a registry or an index.
Shopping Goals, Goal Concreteness, and Conditional Promotions
Abstract
We propose a two-stage model to describe the increasing concreteness of consumers' goals during the shopping process, testing the model with a series of field experiments at a convenience store. Using a number of different process measures (experiment 1), we first established that consumers are less certain of their shopping goals and construe products in less concrete terms when they are in the first (vs. second) stage of the shopping process. The results of experiments 2 and 3 next demonstrate that goal-evoking marketing promotions (e.g., conditional coupons) are more effective in influencing consumers' spending when consumers' goals are less concrete.
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Cites
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Implementation intentions: Strong effects of simple plans.
Gollwitzer, P. M. (1999) · American Psychologist · doi:10.1037/0003-066x.54.7.493 · Cited by 5,478
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Motivated closing of the mind: “Seizing” and “freezing”
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A benefit congruency framework of sales promotion effectiveness
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Cited by
The Service Recovery Journey: Conceptualization, Integration, and Directions for Future Research
Van Vaerenbergh, Y., Varga, D., De Keyser, A., & Orsingher, C. (2019) · Journal of Service Research · doi:10.1177/1094670518819852 · Cited by 322
Negative and positive customer shopping experience in an online context
Barari, M., Ross, M., & Surachartkumtonkun, J. (2020) · Journal of Retailing and Consumer Services · doi:10.1016/j.jretconser.2019.101985 · Cited by 200
Luo, X., Lu, X., & Li, J. (2019) · Information Systems Research · doi:10.1287/isre.2019.0859 · Cited by 87
Online shopping cart abandonment: a consumer mindset perspective
Rubin, D., Martins, C., Ilyuk, V., & Hildebrand, D. (2020) · Journal of Consumer Marketing · doi:10.1108/jcm-01-2018-2510 · Cited by 61
Metadata
- Authors
- Lee, L., & Ariely, D.
- Venue
- Journal of Consumer Research
- Publisher
- Oxford University Press (OUP)
- Published
- 2006-06
- Volume
- 33
- Issue
- 1
- Pages
- 60-70
- ISSN
- 0093-5301 (ISSN-L)
- 1537-5277
- OpenAlex
- W2134632221
- Cited by
- 251
- References
- 9
- FWCI
- 12.90
- Type
- journal article
- Language
- en
- Open access
- closed
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Contains information from the Semantic Scholar Academic Graph Datasets, made available under the ODC Attribution License (ODC-BY 1.0).
Semantic Scholar’s data is described in: Kinney, R., et al. (2023). The Semantic Scholar Open Data Platform. arXiv:2301.10140.
